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Where Can You Learn Real Skills?
by Jim Crawford
It would be great if new agents knew what
old-timers do - that there isn't a silver bullet for success. The survivors and
industry veterans in our business realize that it isn’t one fancy piece of
software, fancy marketing materials, scripts, new technologies, or Websites that
catapult careers to a new level.
It is more important to know what important
skills are necessary to close deals.
These are skills that deal with: product or
market knowledge, interpersonal relations, effective communication,
organization, constructive dialogue and service. You can acquire them by
personal experience or learning the techniques from professionals that already
have them.
So, where can an agent learn and acquire real skills?
Here are a few ideas:
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Read industry books, newspapers, and
professional trade articles as found in publications like
Realty Times.
-
Subscribe to a real estate list-serve. Watch
out for bashers and anyone else with a private agenda. You'll quickly figure
out who are the voices of reason. They are few and far between, but they are
there.
-
Stay updated by attending office meetings.
Attend all tours so you can learn local inventories, pricing strategies, and
attitudes toward homes and neighborhoods by the real estate community.
-
Focus your efforts. Become a buyer's agent,
listing agent or a specialist in historic homes, or working with seniors.
Whatever you choose, become an expert!
-
Know the local issues of your marketplace
(inspection items, who's writing insurance and who isn't, etc... )
-
Take a personal inventory of your skills,
and build upon the areas that are you’re weakest. You already know if you are
outgoing enough, knowledgeable enough, computer literate or illiterate, etc.
-
Ask questions of your broker. It's in her
interest to take time with you so you learn faster, become productive sooner,
and avoid making mistakes. If your broker doesn't feel that way, find another
broker.
-
Get a mentor, join a team or a mastermind
group. Working with others promotes more than friendship, it also gives you a
group you can network to help you close more sales.
-
Attend seminars or workshops or retreats
with practical topics specific to real estate. Overcoming objections, getting
buyers to sign representation agreements, and contracts, are some good
examples of things you need to know right away to be successful.
-
Listen to real estate tapes that deal with
the subject matter you would like to know more about like property management
or single agency.
-
Form a local mastermind group at your office
to brainstorm and share ideas. You and your rookie friends are tomorrow's
award-winners. Include seasoned professionals and learn from them. Show your
appreciation by making yourself a pleasure to work with. Sometimes a sale can
come down to personalities.
-
Practice sales objection and dialogue
scenarios with your broker and peers! Practice makes perfect, and you want to
sound natural when handling objections or problems with real customers and
clients.
-
Take real estate continuing education
license credits with topics related to your needs. Don't wait until the last
minute. Watch the course offerings and take what courses will truly benefit
you. It's more than just satisfying credit hours - it's about keeping you
knowledgeable and fit.
-
Further your real estate career and
credibility by obtaining professional REALTOR® designations ABR, GRI, CRS,
E-Pro etc. Some designations don't require years of experience or productivity
levels in order to qualify, and they are still valuable to have. In some
cases, the coursework to obtain a designation may count as continuing
education credit - a double bonus!
For for the time being, save your money on the
latest silver bullet. Learning real estate skills will take you a lot further as
a new agent.
Published: July 24, 2003
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